Influence : the psychology of persuasion

Summary: Praised for enjoyable writing, practical suggestions, and scientifically documented material, previous editions of this title have been widely read by business professionals, fundraisers, and those interested in psychology. This new edition includes more firsthand accounts of how principles presented in the book apply to personal lives; updated coverage of popular culture and new technology; and more on how compliance principles work in other cultures.--From publisher description.

Record details

ISBN: 9780061241895
ISBN: 006124189X
Physical Description: print
xiv, 320 pages : illustrations ; 24 cm
Edition: Rev. ed.
Publisher: New York : Collins Business, 2007, ©1994.

Content descriptions

Bibliography, etc. Note:	Includes bibliographical references (pages 293-309) and index.
Formatted Contents Note:	Weapons of influence -- Reciprocation: The old give and take... and take -- Commitment and consistency: Hobgoblins of the mind -- Social proof: Truths are us -- Liking: The friendly thief -- Authoity: Directed deference -- Scarcity: The rule of the few -- Epilogue: Instant influence.